Study Reveals 47% Of Sales Reps Did Not Meet Their Quota Last Year
CSO Insights announces the release of their annual Telemarketing/Insides Sales Report, showing the top Telemarketing/Inside Sales metrics selected based upon size of change over the past two years, a significant discrepancy between field and inside sales, or a change in trend direction. Three of the top 10 metrics driven by sales research are:
1. Quota attainment is down: 53% of telemarketing/inside sales reps met or exceeded their quota last year; this is up one point from two years ago, but down four full points from one year ago.
2. Number of calls to close deals is up: 63% of sales close with 3-9 calls, down from 72% a year earlier; only 1% went to 1-2 calls to close, the other 8% went to >9 calls to close.
3. Adoption of CRM is at a record high: Telemarketing/inside sales are well ahead of field sales in consistent use (>90%) of CRM. Benefits of implementing CRM are similarly led by improved forecast accuracy.
Organizations Need to Re-Evaluate the Rationale for SaaS
Software as a service (SaaS) will have a role in the future of IT, but not the dominant future that was first thought, according to Gartner, Inc. Organizations should carefully assess their software needs in light of the current promises delivered on by SaaS. In 2009, within enterprise applications, SaaS represented 3.4 percent of total enterprise spending, slightly up from 2008 at 2.8 percent. Gartner predicts that the global enterprise applications software market will reach $8.8 billion in 2010.
From a market perspective, most of the spending for SaaS is occurring in content, collaboration and communication and the customer relationship management markets. Collectively, they represented 65 percent of the global enterprise applications software market in 2009. SaaS may not have delivered on its early grand promises - of the current SaaS deployments we estimate that a total of 90 percent of SaaS deployments are not pay-per-use - but it has re-energized the software market and added choice. SaaS does not solve all the challenges of software delivery, but can provide advantages based on the specific circumstances of a deployment as it is quicker to implement and configure for less-complex problems.
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